Speakers: Brad Kerst | Greg Alexander, SBI

Sales Enablement

 

Today’s topic is transitioning from sales training to sales enablement.  Sale enablement is about driving revenue per sales head up and speeding up the time to productivity for new sales hires.

 

Joining us today is Brad Kerst, Senior Director of Global Sales Enablement for Intuitive Surgical, a medical device company.  Intuitive Surgical is the leader in surgical robotics, manufacturing and selling the da Vinci® Surgical System.

 

Brad and Greg discuss the difference between sales training and sales enablement. Sales training is the focus on three core areas of product knowledge, industry knowledge, and developing sales skills.  By comparison, sales enablement is a focus on the process and analytics to improve the effectiveness and efficiency of the sales force.  Listen to Brad explain how both are interlocked, with training providing background and context, and sales enablement serving up insights with a focus on execution. 

 

Brad goes into detail explaining how sales training and sales enablement are symbiotic.  Sales training develops the skills and sales enablement defines the behaviors and skills as well as generates the insights necessary to drive and maximize results.  In the final segment of the program listen to Brad describe his training certification process and blended learning approach.

 

If you need more help, download our 10th annual workbook, How to Make Your Number in 2017. To request a workshop with a sales enablement subject matter expert simply sign up for a MySBI account and check the box in your preferences to request a workshop.

 

SBI is incredibly grateful to Brad’s company. Here recently SBI co-founder and partner Mike Drapeau underwent surgery performed by the da Vinci robotic system.  Mike was home in three days and is in full recovery. The difference Intuitive’s product is making to the lives of our loved ones and that of our audience is nothing short of phenomenal. Thank you.

 

 

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >